SAP will roll out the first phase in what it said will be the ‘next generation’ PartnerEdge program for the channel from 31 August.
In a webinar for channel partners, SAP senior director of global partner marketing, Diane Pereira, said that the program is being overhauled to cater to a ‘new reality’ in the channel.
She said the program had to adjust to new business models, as partners have evolved beyond being pure resellers.
While the original channel model was built to support volume sales, “if we focus on value, volume will come, and this program really supports that”, Pereira said.
The new PartnerEdge program will incorporate a single “holistic” partner management model, eschewing traditional partner types or labels in favour of a focus on engagement types – sell, run service and build.
“These engagement models really provide more flexibility in how we look at your whole SAP business,” Pereira said, adding that under this new model, partners will receive recognition for the value of all the activity they generate, regardless of the engagement type.
The benefits of the new PartnerEdge program include standardised fees, simplified contracts, harmonised and tiered benefits, as well as the enablement and resources channel partners currently receive through the program.
SAP is also adding a new ‘Open Ecosystem’ offering, which allows partners to trial reselling SAP products, or adding new solutions to their portfolio at no cost, before making a commitment to the full PartnerEdge program.
Overall the aim of the overhaul is “less complexity, easier partnering, and bigger opportunity”, according to Pereira.
While phase one of the PartnerEdge revamp will launch from 31 August, the entire rollout of the program will not be completed until the second half of 2016.
The announcements follows hot on the heels of the departure of Kevin Gilroy, who has been leading the global channel business at SAP for the last four years. His replacement as SVP of indirect channel and SME, SAP Global Partner Operations has not yet been announced.
